Help! What is my physician liaison doing out there?

I never see them. I rarely hear from them. What exactly does my physician liaison do all day long?

Is this something you’ve wondered about before? If so…

How can you feel confident in your Physician Liaison’s efforts while they are out in the field focused on growing your practice?

🔸 Leverage a consistent call plan

Building a territory call cycle gives your team a system that they can easily follow week after week. No more guessing where to go each day or spending hours each week figuring out where to go. The best part about optimizing your territory? That alone can increase sales without making any other changes. 

🔸 Share weekly pre/post call reports

Pre and post call reports allow your business development team to keep their plans on track while you can easily see where they are going each week. And… This is easily done with a good CRM.

🔸 Create a cadence to meet regularly with your physician liaison

This allows you to get feedback from the field and demonstrates a vested interest in their efforts.

🔸 Set clear expectations

Does your liaison know what you expect of them? How many calls are they expected to make each week or what is the monthly referral volume goal? How is this tracked? Set and communicate clear expectations with your physician liaison so they aren’t kept in the dark. 

🔸 Invest in a CRM

A CRM  (customer relationship management) tool manages all of your relationships and referrals in a single system. It tracks the relationship status of each customer, allows you to monitor your referral network progress, and permits anyone in the practice to pick up where a physician liaison left off should they need to be out for any reason.

Looking to build some of these systems in your practice or get your liaison team trained up?

In the Elite Performance Cohort, we teach business development teams exactly how to create a consistent call plan and share it with you so (a) they’re not having to guess where to go and (b) you’re not having to guess where they’re at.

So… If “Get more physician referrals” and “Grow my referral network” are still on your to do list from last quarter, now is the perfect time to get started.